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Rainmakers: Born or Bred

Rainmakers: Born or Bred

Author: Patricia K. Gillette
Publisher: Ark Group
ISBN: 9781783583102
Published In: October 2017
Format: Paperback
Jurisdiction: U.K. ? Disclaimer:
Countri(es) stated herein are used as reference only

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Description
Contents

Details

Stripping back the negative associations many lawyers have with the ‘S’ word – selling – is a crucial step in redefining a lawyers approach to business development. This book explores the benefits to stepping out of the safety net of simply being a great lawyer – which, in today’s market, is a given. Successful rainmakers know how to truly engage with clients, to understand their business needs and challenges, and how to make their lives easier. These are the skills that attract and build sustainable, rewarding client relationships.

Rainmakers: Born or Bred helps you to identify those seemingly intangible aspects of selling that many lawyers think are unachievable, and provides you with practical ideas to implement as you set out on your journey to improve your business development skills. Packed with opinions and advice from actual clients and rainmakers alike, it will help you to make the most of the business development opportunities that present themselves every day – while staying true to your own personality.

Executive summary

Introduction

Chapter 1: Business development? Who needs it?

Chapter 2: Getting comfortable with the ‘S’ word

Chapter 3: The first ‘R’ of business development

Building a reputation in your first few years

Building your reputation as you advance in your career

Chapter 4: Once potential clients know who you are, what comes next?

Chapter 5: Engagement – The art of active listening

Active listening for a formal pitch

Active listening in casual interactions

Making the connection